Value proposition and firm performance: segmentation of Polish online companies
by Tymoteusz Doligalski; Piotr Zaborek; Sylwia Sysko-Romańczuk
International Journal of Business Performance Management (IJBPM), Vol. 16, No. 2/3, 2015

Abstract: The purpose of the paper was to identify approaches to value proposition in online companies and their consequences to firm performance. The paper presents a deconstructivist view on online value proposition. Based on this approach a survey of 150 Polish online firms was conducted. The research allowed to distinguished five segments of companies: suppliers of unique offerings, specialised newcomers, comprehensive incumbents, productivity enhancers and run-of-the-mill retailers. The findings contradict some results reported in other related studies, e.g., despite distinct characteristics identified segments do not show statistically significant differences in sales profit margin.

Online publication date: Fri, 10-Apr-2015

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